Let’s talk about something dead simple that most agents still aren’t doing, and frankly, I don’t get why. You want to write more business? Serve your clients better? Stop missing easy layups? This is it.
I’m talking about putting a quarterly reminder in front of your clients of all the ways you can help them.
Not some fancy marketing campaign. Not some complicated cross-selling script. Just a plain ol’ checklist of the different coverages, products, and services you offer—sent right into their inbox (and heck, mailed to their house if you really want to get bold).
Let me ask you—how many of your clients right now, today, have no clue you can help them with things outside of that one policy they bought from you years ago? You wrote their home, but they’ve got their auto with some online carrier. Or you got their auto, but their life insurance? They bought that from their cousin’s friend’s kid because, well… they didn’t know you did that.
Whose fault is that?
Yours.
Mine.
Ours.
It’s all of us. We spend so much time chasing new business that we forget the goldmine sitting right in front of us—the clients we’ve already earned trust with. But here’s the deal: clients aren’t sitting around thinking about insurance all day. They’re not wondering if you can help them with their umbrella, their business policy, their kid’s life insurance, or that shiny new boat they just bought.
They don’t know what they don’t know.
And if we’re not reminding them regularly, we’re leaving the door wide open for someone else to come along and fill in the gaps.
Why not just once a year? Why not whenever we feel like it?
Because life happens fast. People’s needs change faster than you think. That new car they bought? That business they just started on the side? The new baby? All of it happens in real time—and if you’re only reminding them once a year (or worse, never), someone else is going to scoop that business up while you’re sitting on your hands.
Quarterly keeps you top of mind without being annoying. It’s the sweet spot. You’re reminding them, “Hey, I’ve got your back on all of this stuff,” right around the time their life shifts again.
It’s not about hounding them. It’s about being helpful. Staying relevant.
And here’s the magic part: every time you send that checklist, you spark curiosity. You get them thinking,
"Wait, I didn’t know they offered that."
"Actually, I’ve been meaning to ask about that."
That’s the start of a conversation. That’s a door opening.
Don’t overcomplicate this. This isn’t some slick, corporate-looking document with twenty paragraphs of fine print. This is a friendly, straight-shooting list that says:
Here’s what we can help with. If any of this rings a bell, let’s talk.
Make it look like something you’d actually want to read. Keep it real. Put your personality in it. Clients aren’t looking for robots—they want to work with someone who feels human, relatable, trustworthy.
Look, this isn’t just about making more money (though, let’s be honest, it absolutely helps). It’s about doing right by your clients.
If they’re missing coverage somewhere, who’s going to pay the price when something bad happens?
They are. And you’ll feel it too when you have to explain why that thing that just went sideways isn’t covered.
You know what they need better than they do. But you can’t help if you don’t have the conversation.
And you don’t get to have the conversation if they don’t know you offer it.
See how this works?
Sending out a quarterly coverage reminder (don’t call it a checklist to them—keep it casual) is one of the lowest effort, highest reward things you can do.
It serves your clients.
It serves your agency.
Its a friendly touchpoint.
It keeps you in the game.
Stop assuming they know what you do. Stop waiting for them to bring it up.
Every time we bring up one of our products or servies in Soup we have a half a dozen people asking "Whats THAT?"
Whats THAT? Youve been in this group since 2019 and we talk about what we do and offer in here regularly..
Get in front of them. Every. Single. Quarter.
Trust me, you’ll be happy with how many conversations it opens up.
Its free and once created only requires the time it takes to select the list of people you want receiving the message.
If you’re not doing it, I guarantee someone else is... and blocking you out of conversations you did not even know to have with your clients.